An Enterprise Account Executive is a senior sales professional responsible for managing and growing strategic relationships with large enterprise clients, driving significant revenue growth through complex solution sales and long-term partnership development.
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What is a Enterprise Account Executive?
An Enterprise Account Executive is a high-level sales professional who specializes in managing and developing strategic relationships with large enterprise organizations. This role focuses on selling complex solutions and services to major corporate clients, typically involving high-value contracts and long sales cycles. Enterprise Account Executives are strategic partners who understand client business objectives and align company solutions to drive measurable business outcomes. They operate at the executive level, building C-suite relationships and navigating complex organizational structures to close substantial deals that significantly impact company revenue.
What does a Enterprise Account Executive do?
Enterprise Account Executives identify and pursue new business opportunities within large enterprise accounts while managing and expanding existing client relationships. They develop comprehensive account strategies, conduct thorough needs assessments, and present tailored solutions that address specific business challenges. These professionals negotiate complex contracts, coordinate with internal teams including solutions engineering and product development, and ensure successful implementation and client satisfaction. They maintain accurate sales forecasts, manage pipeline activities, and consistently meet or exceed revenue targets through strategic account planning and execution.
Job Overview
The Enterprise Account Executive will drive revenue growth by developing and closing new business opportunities with large enterprise clients. This role requires a strategic seller who can navigate complex sales cycles, build C-level relationships, and articulate the value proposition of our solutions to Fortune 500 companies. The ideal candidate will have a proven track record of exceeding quotas in enterprise software/SaaS sales.
1. Develop and execute strategic account plans for Fortune 500 and large enterprise targets
2. Manage complex sales cycles (6-12 months) with deal sizes ranging from $250K to $1M+
3. Build and maintain relationships with C-level executives (CIO, CTO, CFO) and key decision-makers
4. Conduct thorough discovery to understand client business objectives and pain points
5. Deliver customized product demonstrations and business value presentations
6. Negotiate complex contracts and navigate legal and procurement processes
7. Achieve and exceed quarterly and annual sales quotas
8. Maintain accurate pipeline and forecast data in Salesforce CRM
9. Collaborate with internal teams (sales engineering, marketing, product) to drive deals to closure
1. 7+ years of enterprise software/SaaS sales experience with proven quota attainment
2. Demonstrated success selling to Fortune 500 companies with deal sizes exceeding $250K
3. Experience managing complex sales cycles (6+ months) with multiple stakeholders
4. Proven ability to build relationships and sell to C-level executives
5. Strong business acumen and ability to articulate ROI and business value
6. Proficiency with Salesforce CRM and sales methodologies (MEDDIC, Challenger, etc.)
7. Bachelor's degree in Business, Marketing, or related field
8. Willingness to travel up to 40% for client meetings and industry events
Preferred Qualifications
1. Experience in cloud computing, cybersecurity, or enterprise software solutions
2. Existing relationships with Fortune 500 companies in the financial services or healthcare sectors
3. Master's degree in Business Administration or related field
4. Experience selling to multiple verticals (financial services, healthcare, manufacturing, retail)
5. Knowledge of complex procurement processes and contract negotiations
6. Experience working with channel partners and system integrators
7. Background in consultative selling and solution-based sales approaches
Bonus Skills
1. Experience selling AI/ML solutions or advanced technology platforms
2. Multi-lingual capabilities (Spanish, French, or German)
3. Industry certifications (AWS, Microsoft Azure, Salesforce, etc.)
4. Experience with account-based marketing strategies and tools
5. Proven track record of landing net-new enterprise accounts exceeding $1M in ARR
6. Background in the specific industry vertical we serve (if applicable)
7. Experience managing global accounts and international sales processes
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